The Scaler: Vol. 1, Issue 2 - Show me your preappointment rate, and I'll show you your future 🔮

Hi There,

Welcome back to The Scaler: your unfair advantage for growing smarter, not harder.

Stories, strategies, and systems I’ve learned from 25 years in dentistry and scaling our practice to $7M/year using TeamCare.

Here's what we'll cover in this issue:

📊 Why Pre-Appointment Rates Matter More Than You Think

🎧 NEW Podcast Episode: Plugging Revenue Leaks

👨‍💼 Practice feature: Morabito Family Dental

🎯 Incentive of the Month: New Patient Referrals

Let's dive in, shall we?

📊 Why Pre-Appointment Rate Predicts Your Practice’s Future

If you want to know where your practice will be 6-12 months from now, look at your pre-appointment rate today.

Pre-Appointment Rate = % of patients who leave their appointment with their next appointment already scheduled.

It’s one of the simplest, most powerful levers for sustainable practice growth, and the best teams make it a cultural priority.

Pre-appointment is the fuel that drives production, and the best practices lock in 97%+ of their patients before they walk out of the door.

Look, I know 100% isn’t realistic.

Some patients move.

Some have dentures.

Life happens.

But if you’re sitting at 90%, that’s not an “A-”.

That’s an F.

So how do you build a culture around it? 

Consider reviewing your hygiene leaderboard daily.

Call out wins, and coach what’s not working.

Set 97% as the non-negotiable standard.

Want to see your pre-appointment rate? Click here.

⭐ Client Spotlight: Morabito Family Dentistry

This Annapolis, MD-based practice is arguably the GOAT when it comes to incentives, and their reactivation + pre-appointment rates show it.

Check out the below article to see how they're getting:

✅ 33x ROI on TeamCare

✅ 79% YoY production growth

✅ 97% avg. pre-appointment rate

We had the pleasure of speaking with practice manager Ashley Morabito, and you can read the full story here.

🎙️ Podcast Mic Drop:

In our debut episode, Colin and Kyle dive into one of the biggest silent killers of practice growth: low pre-appointment rates (notice a trend here?).

From spreadsheets to dashboards, they share the real stories behind the numbers and how a few small shifts in culture and accountability can change the entire trajectory of your practice.

>>> Watch on Youtube here <<<

>>>Listen on Spotify here <<<<

🎯 Incentive of the Month: New Patient Referrals

This month’s incentive is all about new patient referrals.

Easy to explain. Easy to track. Easy to love.

Ashley Morabito’s team at Morabito Family Dentistry runs this play and crushes it.

Ashley's incentive structure? A cool hundred bucks in their pocket.

Here’s why we love this incentive:

• It drives actual growth
• The team stays motivated
• You only pay when the results show up

Set it, forget it—TeamCare can handle the tracking (and payouts!) automatically.

Think of it as a low-lift, high-impact way to bring great patients through your doors.

I hear this objection a lot:

“Shouldn’t they be referring patients anyway?”

Sure. But rewarding the right behavior leads to results you can actually measure.

Practices that run referral incentives like this consistently see more new patients and stronger team engagement.

You’re not just paying for effort—you’re investing in outcomes.

Set up your new patient referral incentive

Before you go, remember this: your future production is already in your charts.

Pre-appointing isn’t just an admin task—it’s your most reliable growth lever.

Start small, stay consistent, and we’ll be here with playbooks, real-world proof, and the tools to help you win every month.

- Dr. Sharon

Co-Founder @ TeamCare Dental

PS - We saw this on the internet and had to share. Full credit to @dentalassistantsrock for the best action figure we've ever seen